Achieving Marketing Excellence Through Problem Analysis: The Einstein Approach to Maximizing ROI.

Problem Analysis, how can it trasform your business?

The key to a standout business product development and marketing strategy often lies in a place most businesses overlook: the heart of their customers’ challenges.

While many focus on the brightness of their solutions, it is in the vast depth of our customer’s problems that hold golden opportunities for business innovation and marketing success.

Albert Einstein once mused, “If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and 5 minutes thinking about the solution.” In the vast expanse of business and marketing, this wisdom couldn’t be more pertinent. While companies often emphasise solutions, truly understanding the problem is where the real gold lies.


Some Benefits of analysing your customer’s problems include:

1. Direction and Clarity: Understanding the problems of our customers provides direction and avoids wasted effort. This leads to better decision-making and ensures the strategy aligns with the brand’s objectives.


2. Innovative Solutions: Innovating solutions that are of genuine value to your customers, can only occur after carefully dissecting the problems they are encountering.


3. Improved Experiences: By truly understanding your customer’s problems, you can tailor experiences that engage your audience and increase ROI.


4. Empathy with the Audience: Recognising the problem means identifying the needs or pain points of your target audience. This creates a stronger connection between the brand and its customers, ensuring the brand resonates with its intended audience.


5. Risk Mitigation: A deep understanding of the problem can also highlight potential risks or obstacles in the solution process. This foresight allows for better preparation and can prevent setbacks.


6. Efficiency and Resource Allocation: With a clear understanding of the problem, resources (time, money, labour) are allocated more efficiently. Instead of spreading efforts thinly or misdirecting resources, one can focus on what truly matters.


7. Targeted Messaging:  When the messaging throughout your communication itches your customer’s needs, they are more likely to pay attention to it and engage with it.


8. Stakeholder Alignment: Understanding a problem together ensures that all involved parties share the same understanding. This alignment is crucial for cohesive decision-making and execution.


Example of problems solved in the marketplace:

Uber: Solves the problem of convenient transportation by offering affordable, on-demand rides through a mobile app.

Airbnb: Solves the problem of finding affordable and unique accommodation while travelling by connecting travellers with hosts who have extra space to rent.

Google:  Solves the problem of finding information on the internet quickly and efficiently through its powerful search engine

Apple:  Solves the need for simple, user-friendly technology products through their seamless ecosystem of technology and devices.

These successful brands all have one thing in common, they have effectively pinpointed problems in the marketplace before innovating solution-based products. By understanding the problems they can also nail their marketing campaigns. This is because people don’t buy products merely for their features – they buy them because of their perceived benefits, but before we get to there we must understand the customer’s pain points and needs.


Example of Pain points used throughout a marketing campaign.


Airbnb’s “Live There” Campaign:

  • Problem/Pain Point: Many travelers feel disconnected from local culture when staying in traditional hotels, missing out on authentic experiences.
  • Solution: Airbnb’s “Live There” campaign aimed to address this pain point by encouraging travelers to use their platform to book accommodations in local homes. They emphasized the idea that travelers could “live like a local” and immerse themselves in the destination’s culture.
  • Execution: The campaign featured ads and promotional materials showcasing real hosts and guests enjoying authentic experiences, such as cooking with locals, exploring hidden gems, and staying in unique accommodations.
  • Result: Airbnb successfully tapped into the desire of travelers to have more genuine and immersive experiences when visiting new places. The campaign emphasized the platform’s unique value proposition, highlighting the personal and cultural connections that could be made by staying in local homes.

By addressing the pain point of disconnected travel experiences, Airbnb not only attracted customers looking for a more authentic travel experience but also set itself apart from traditional hotel options. This campaign played a significant role in establishing Airbnb as a leading platform for travelers seeking unique and culturally enriching stays.

live there campaign

Nike’s “Just Do It” Campaign / Slogan:

  • Problem/Pain Point: Many people struggle with procrastination, lack of motivation, and self-doubt when it comes to exercise and pursuing their goals.
  • Solution: Nike’s iconic “Just Do It” campaign was designed to address these pain points by motivating individuals to overcome obstacles and take action. The campaign positioned Nike products as tools that could help individuals achieve their personal goals, whether in sports or life.
  • Execution: The “Just Do It” campaign featured powerful and inspirational advertisements with slogans like “If they think your dreams are crazy, show them what crazy dreams can do” and “There is no finish line.” These slogans were accompanied by images and stories of athletes and individuals who had overcome adversity to succeed.
  • Result: The campaign has been highly successful in inspiring and empowering customers. It motivates people to push their limits, overcome self-doubt, and take action in their athletic pursuits and life goals. Nike has become synonymous with motivation and achievement, and the “Just Do It” slogan has become an enduring part of popular culture.

By addressing the universal pain points of procrastination and self-doubt, Nike’s “Just Do It” campaign not only promoted its products but also tapped into the emotional and psychological aspects of its customers’ lives, creating a strong and lasting brand connection.

just do it 2 nike there is no finish line

Get Started with problem analysis in your business:

Problem Analysis Laddering Technique


To get started with problem analysis, write down all the problems you believe your business is solving, ideally, this would be done with input from everyone in your team.


Start with the symptoms and ladder down to the root causes. Laddering down is a method of identifying the underlying causes of observable symptoms. Start with a clear symptom and ask “Why?” to uncover potential reasons. Probe deeper with subsequent “Why?” questions, tracing back each answer to its origin. This iterative process continues until the foundational root cause is revealed. By navigating from symptoms to the root, solutions can be tailored to address the true source of an issue, ensuring long-lasting and effective outcomes.

Check out Design Thinking Toolkit, Activity 24 – Abstraction Ladder (atomicobject.com) For a great Problem Analysis laddering technique.


Other methods to mine customer problem insights include:

  1. Surveys and Questionnaires:

    Use online surveys and questionnaires to gather feedback from customers and potential customers. Employ a mix of open-ended and closed-ended questions to uncover their pain points

  2. Customer Interviews:

    Conduct one-on-one or group interviews with customers for in-depth discussions about their experiences and challenges. Actively listen and ask probing questions to reveal hidden issues.

  3. Social Media Monitoring and Online Communities:

    Monitor social media platforms and participate in online forums and communities to observe discussions and identify recurring customer problems and complaints.



In the dynamic landscape of marketing, the adage “A stitch in time saves nine” couldn’t be more relevant. The cornerstone of any successful marketing strategy lies in its ability to define, dissect, and analyze problems. Understanding the problems is not just a cursory step; it’s the nucleus around which effective solutions revolve.

From ensuring that your resources are optimally allocated to crafting tailored campaigns that resonate with your target audience, the merits of understanding your problem are manifold. This approach not only short-circuits potential missteps but also provides a scaffold for innovation, allowing you to create breakthrough strategies that have a lasting impact.

So the next time you’re at the drawing board, pondering over marketing plans or campaign strategies, remember to channel your inner Einstein—spend the majority of your time dissecting the problem. In doing so, you’ll find that the solutions come not just easier but are also significantly more effective. Happy problem-solving, marketers!

If you need any assistance with problem analysis and marketing strategies, let the team at Whisk Creative in Mildura be your guide.

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